How Sales Coaching can improve your sales success ?Why Sales Coaching ? However, in Huthwaite's ( SPIN Selling ) work with Xerox Corporation, they proved that in the absence of follow-up coaching and reinforcement, 87% of the skills changebrought about by even the best sales training is lost. How much of the sales training that you have done do you retain and use ? According to consulting firm McKinsey and Company, …Effective behavior change among sales people must involve ….coaches. (sales coaching) What is coaching ? A technical definition is:" Coaching is a collaborative, solution-focused, results oriented systematic process in which the coach facilitates the enhancement of performance, self-directed learning and personal growth of other individuals." Wow ! that's pretty heavy ! Let me make it easier to understand. To me, sales is like a game. I provide sales coaching to people who have to sell and don't find it as easy as it can be. I help them win the sales game of creating wealth and a fulfilling lifestyle. Let me tell you a little story. When my son was a teenager he became interested in tennis. He had watched it on TV and thought it looked easy ? Then, he read some books, watched some coaching videos and even attended a weekend tennis camp. He improved, but not a lot. Finally, we organised for him to get coaching every week and spend time in a tennis practice group. It was then that his tennis improved and he started moving up the grades. To win the sales game you need three things:
My sales coaching can only help a little with "Product Knowledge" but I can help a lot with the other two. I can help draw your best out of you because I have been trained in coaching and with my 23 years of successful selling I can offer my experience as well. These two skill sets provide a potent toolkit for sales coaching. If selling is a game it invites some interesting comparisions, doesn't it ? Did you know the difference between the really great sportspeople and the good ones is only a few percent ? For example, Tiger Woods is the longest driver in professional golf but only by an average of less than a meter and think of the difference in his earnings compared to his peers. ( By the way, at one time Tiger had 3 coaches ). Think of the difference it could make to your income if sales coaching could help you make some of those "almost-sales" a reality. Maybe it's time you had some sales coaching to help you turn some of those "almosts" into sales ? Sure you can get some improvement by reading the articles on this site or purchasing some of the books I have for sale but just like my son did you'll make optimum progress when you work with a coach and practice the skills introduced. As a sales coach:
When we work together I can:
Act now ! Fill in the form below to arrange a FREE "Sales Achievement" coaching session.
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